https://completemarkets.com/Article/article-post/1006/FUTURE-SHOCK-THE-NEED-FOR-AGENCY-PERPETUATION/
... as though keeping the agency in business today is taking precedence over conc...e estate is being settled and then to sell it out from under them. In additio...
https://completemarkets.com/Article/article-post/1011/COMBINING-INSURANCE-AND-FINANCIAL-SERVICES-REALITY-CHECK/
...tions have been in the insurance business for many years, with some states gra...nderwriting requirements imposed by insurance companies with whom it’s n...
https://completemarkets.com/company/marindependent-insurance-services-llc/Articles/content-package/Member-Content/TabCategory/article-post/2540/Is-Insurance-a-Commodity/
... peers, their E&O exposure is significantly less, and their customers are much better served. FACULTY RESPONSE I'm an expert witness on a case that will make case law if we're successful. Our claim is that there's little if any Personal Goodwill (vs. Business Goodwill) in an insurance agency because, while the sale of insurance is certainly based in the experience, expertise, sales ability, and personality of the producer, its maintenance is primarily that of a commodity product. As long as the agency treats the account ... , best-foot forward, overcoming objections, or power-statement, construction-type training has an allure. The goal of commodity selling is to sell the salesperson. The goal of technical selling is to sell the product." Contrary to popular belief, insurance is not a commodity. Buying an Auto policy isn't like buying a can opener, and putting together an insurance package for a contractor isn't like processing a mortgage. Insurance is more than a policy. Purchasing insurance is a complex process that requires matching products and risk management techniques to exposures that ... AM by CompleteMarkets Editor , IIABA Faculty This content has not been rated yet. The July 2002 issue of Training Magazine includes an article with this comment (emphasis added): "But for things that come in relatively standard forms and well-known formats, such as commodity selling (insurance, automobiles, mortgages, etc.), the emphasis is as much on the personality and credibility of the salesperson, as the advantages of the product. Ergo, personality reading, best-foot forward, overcoming objections, or power-statement, construction-type training has ...
https://completemarkets.com/company/raley-watts-oneill/Articles/content-package/Member-Content/TabCategory/article-post/2540/Is-Insurance-a-Commodity/
... peers, their E&O exposure is significantly less, and their customers are much better served. FACULTY RESPONSE I'm an expert witness on a case that will make case law if we're successful. Our claim is that there's little if any Personal Goodwill (vs. Business Goodwill) in an insurance agency because, while the sale of insurance is certainly based in the experience, expertise, sales ability, and personality of the producer, its maintenance is primarily that of a commodity product. As long as the agency treats the account ... , best-foot forward, overcoming objections, or power-statement, construction-type training has an allure. The goal of commodity selling is to sell the salesperson. The goal of technical selling is to sell the product." Contrary to popular belief, insurance is not a commodity. Buying an Auto policy isn't like buying a can opener, and putting together an insurance package for a contractor isn't like processing a mortgage. Insurance is more than a policy. Purchasing insurance is a complex process that requires matching products and risk management techniques to exposures that ... AM by CompleteMarkets Editor , IIABA Faculty This content has not been rated yet. The July 2002 issue of Training Magazine includes an article with this comment (emphasis added): "But for things that come in relatively standard forms and well-known formats, such as commodity selling (insurance, automobiles, mortgages, etc.), the emphasis is as much on the personality and credibility of the salesperson, as the advantages of the product. Ergo, personality reading, best-foot forward, overcoming objections, or power-statement, construction-type training has ...
https://completemarkets.com/Article/article-post/2245/A-JOINT-VENTURE-IN-A-SMALL-TOWN/
...r bank activity in the insurance business has focused primarily on happenings ... in Sheldon, IA that specializes in insurance, real estate, and auctioneering ...
https://completemarkets.com/Article/article-post/1818/A-LOOK-AT-VALUE-ADDED-SELLING-AS-AN-ANSWER-TO-PRICE-SELLING/
... One reality of today’s business climate is that price is of critical...backs of various solutions to their insurance needs. Use your relationship-bui...
https://completemarkets.com/Article/article-post/879/Banks-And-Insurance-Doing-It-Right/
...r those wanting to remain in the business, a bank offers a needed infusion of ...ored. However, customers will see the selling of insurance and financial products by a bank...
https://completemarkets.com/Article/article-post/2540/Is-Insurance-a-Commodity/
...le if any Personal Goodwill (vs. Business Goodwill) in an insurance agency bec...d the same license I’ve got, and will sell a lesser product for a lower price,...
https://completemarkets.com/Article/article-post/2020/HOW-TO-BUY-SELL-MERGE-OR-PERPETUATE-AN-AGENCY/
...t might lose large blocks of its business in this manner? Make it easier for ... evaluation, purchase, mergers, and business succession planning. You can reac...
https://completemarkets.com/Article/article-post/1849/REACHING-OUT-TO-SELL-SOMEONE/
...ain. It lets agents prospect for business from Rapid City to New York City, an...he future of sales in the insurance business.' Reprinted with permission fr...